Pat Bodin

Pat Bodin Photo

  • Fee Range: $7501 - $15,000
  • Travels From: Jacksonville, Florida
  • Topics: Business Excellence, Business Motivation, Corporate Culture, Entrepreneurship, Human Resources, Innovation, Leadership, Organizational Development, Peak Performance, Personal Transformation, Productivity, Relevance, Sales, Strategy, Talent Strategy, Team Building, Technology, Training…for performance, Work/Life balance

Speaker Bio

Pat Bodin started his career over 30 years ago as a certified public accountant. After a few years helping businesses make strategic decisions to thrive through numbers, he shifted his efforts into the burgeoning field of open computing. A blossoming field with the power to transform organizations, Pat focused his ability to cultivate success away from numbers and toward technology. His distinguished career included renowned organizations Lockheed Martin, Turner Broadcasting, and Cisco Systems.

In 2003, Pat recognized the technology education market was desperate for guides that exemplified competency, experience, and know-how. He set out to create a light in the darkness with his upstart training company, Firefly. As founder and CEO, he led Firefly’s growth and expansion into one of the largest consulting and education companies worldwide. Firefly’s reach spanned the globe, operating in 82 countries, 6 continents, and 22 languages. Firefly’s wildly successful rise was acknowledged with Cisco’s Global Learning Partner of the Year award for 2012.

Since then, Pat’s interest has been in business relevance and continuous improvement. He delves deeply into these topics in his international bestseller, Get in the Boat: A Journey to Relevance. Pat holds a master’s degree in taxation awarded by the University of Texas at Arlington and bachelor’s degree in accounting from the University of South Alabama. Ever dedicated to continuing education, Pat keeps his skills sharp through diverse professional trainings and certificates and is proud to be an IASSC Certified Lean Six Sigma Black Belt.

Pat’s crowning achievement, however, is his devotion to his family. He finds respite in his indomitable wife, Chrissy, and his four loving children. While still maintaining an international presence, Pat makes his home in Jacksonville, Florida.

Topics

WORKSHOPS:

EXPAND: Next-Level Opportunity Planning

What is EXPAND?



EXPAND opportunity planning is an enhanced accounting planning focused on finding new, previously latent opportunities in your accounts.

The goal is to have a deeper understanding of existing opportunities and explore and find new incremental opportunities.

It's like fishing; usually the most desirable fish are in deeper waters. Using the same old skimming methods will not help you to catch those fish.

This is not the usual sales training, we will not teach you some methods and leave you without actionable results. We will use our current accounts ans show you how to use less energy while achieving much more impact by looking at your customer in a holistic way.


What EXPAND can do for you

When we are no longer able to change a situation, we are challenged to change ourselves. -Victor E. Frankl

In this world of accelerating business agility where companies must remodel their business, build new strategies, and create new digitalized services, your relevance as an account manager depends on whether you are able to understand the business goals and pain points of your customers and help them to innovate, transform and optimize their systems and solutions supporting their business.


What you can expect from EXPAND

We will use your real-life examples to

  • Identify and analyze your customer’s business model
  • Understand your customer’s needs, use cases and as a result your opportunity
  • Explore drivers for change and digitalization (aka innovation)
  • • Pinpoint the motivation and perceived risk of all relevant stakeholders
  • Tips on how to talk to your customer about innovation instead of selling products
  • • Understand how to position a lifecycle approach
  • Learn how to translate product features and solutions into customer value and to communicate that value instead of talking speeds and feeds

Once we perform all the steps described above you will have a mind map articulating all the critical elements, milestones and timeline and who is responsible for each activity.



IMPACT: Next-Level Engagements

Problem Statement: Digital transformation is creating a sea change in the way our customers go to market and how their customers experience their product and services. This creates an opportunity for technologists to have a different conversation that empowers their business. Our challenge is that most technologists are focused on the IT organization and not the business functions of their customers. The business customers are looking for new consumption models that many of our partners struggle to communicate and deliver.

IMPACT provides technologists with the tools and rules of playing an elevated game with these business leaders (LoB). The focus is on how strategy and operations work together to drive business/mission outcomes. How are our current IT customers connected to these strategies? Most importantly, how do we connect the dots between what the business needs and the requirements that the IT organization provides to achieve these outcomes?

Timing: 2 days

Course Outline:

  • An Uncertain Future
    • The IT future is unsteadied and opaque. We will provide guidance and tools to navigate this new normal and the confidence to identify new opportunities within an unclear environment.
  • Business Architecture
    • In order to have an effective conversation with our customer’s business leader – we need to have a fundamental knowledge of the different components of our customer’s business. We will provide a simplified business architecture – a roadmap to where the new buyers are.
  • Who’s who is the Zoo?
    • The current terminology of how to determine who the next-generation buyer is often distracting and confusing. We will provide easy to use, easy to remember approaches to who the new buyer is and what drives and motivates them. We will provide tools that allow our teams to be confident in elevating into these new buyers – finding net-new opportunities that are far larger and more profitable. We will do this while keeping our current buyer happy, motivated and buying.
  • Business Modeling
    • In order to help our customer’s business people, we need to understand their business model. How do they make money? What is their value proposition? What are the capabilities required to sustain value? Ultimately, how do we determine their business needs at speed. We will provide the tools that allow our teams to be able identify these goals and business initiatives and most importantly chain our value to their business outcomes.
  • Process Modeling
    • Many of the new buyers will be in business operations. They care about the people, process and technology required to provide the capabilities to their business. How do we effectively integrate our product and services into their process – this is the key to future navigation in our customer’s accounts. We will provide the tools to effectively connect our company’s product and services into our customer’s processes and policies.
  • Elevate
    • In the end, having a business conversation doesn’t matter if it doesn’t lead to deeper and wider financially profitable business. We help your teams to understand how to effectively present solutions to these new buyers through mapping their value to their customer’s needs. Ultimately, your team has the confidence and respect to work the business leaders in their accounts.


KEYNOTES:

Are You In Shape?: Turning Deep-Domain Experience into Relevance and Growth……. Skill Conditioning

Years of study, advanced degrees, decades of experience—Is it enough? T-shaped, x-shaped, pi-shaped, even comb-shaped skill sets, what does it all mean?

You may feel secure with your deep well of knowledge in a particular topic or technology, but if you are unable to understand how to relate that wealth of knowledge to the leadership team across multiple departments of your organization, you can easily find yourself irrelevant and exposed to the whims of the marketplace.

Relevance is established when there is a direct correlation between your work and the success of those around you, and ultimately the company you work for. Relevance blossoms with the discovery of how you can connect your knowledge and expertise in ways that benefit the people around you. Building additional skills to help you apply your knowledge to varied fields and disciplines is crucial to being seen as irreplaceable by your leadership team.

In this discussion, you’ll learn the types of skills you should add to your deep-domain experience in order to grow your relevance and value as an enabler in your company. And once you’ve mastered the shape you are in, you can be sure to select the right future teammates and activities that will continue to keep your skill condition in top shape.



Chicken and the Egg: The Problem with Traditional Ideas about Your Customers
(Digital Transformation, Sales)

The explosion of technology and the ubiquity of digital transformation in today’s businesses requires that technology sellers reexamine how they approach solving problems for their customers. Many in the industry believe digital transformation involves only the way technology is consumed, and as such, they are adequately responding to the changes in the market. Granted, shifts in sales from outright purchases of software to subscription-based software as a service are hard to deny.

I believe the change lies not only with the consumption model, but also, with a shift in the target consumer. The buyer of today is different from the buyer of the past. Furthermore, the reasons driving consumption are now radically different.

Successful technology sales require the ability to identify the right buyers in this new landscape and how to communicate with these new customers in a way that will expand your sphere of influence, build lasting relationships, and increase your value as an enabler of success.



Heretics and Fundamentalists: Architects of the Demise of Digital Transformation

Thousands of years of human history illustrate the dangers of contrary, heretical ideas that selfishly ignore the balance of the culture and the rigid, fundamentalist ideas that stifle growth or change. The technology world is no different. Digital transformation is the opportunity for businesses to use technology as a powerful force to create positive change. Unfortunately, heretics and fundamentalists working among us are challenging the success of digital transformation.

In skirmishes with both heretics and fundamentalists, both sides become entrenched in their belief that their way is best, regardless of potential collateral damage. I suspect they are oblivious of the destruction the battles create. Consider the struggle between the heretical ideas of Henry VIII and the Catholic Church, whose resulting schism continues to ripple onto the shores of the present, although centuries removed.

There is a similar battle waging in the trenches of your digital transformation projects. Many business leaders behave like heretics, they want what they want, period. Many technologists tend to emulate fundamentalists, believing rules not only protect us but can also control aberrant behavior. For businesses to first survive, then thrive, we need a new way of thinking and communication. The technologists need to “get in the boat” with business leaders to ensure success.

In this session, we will consider the divisions between the heretics and fundamentalists, examine ideas to bridge the gaps, and ultimately ascertain how to help our businesses thrive in the digital age.



Technology Is Indispensable, But What About You?: Finding Your Relevance

Technology isn’t going anywhere. But, it’s becoming increasingly important for technologists to discover what makes them irreplaceable to their organizations and customers. Shifting trends and budgets demand that technologists have the ability to identify and communicate what makes them stand out from the rest.

Every organization is comprised of different groups that work together to achieve the goals that drive the success of the organization. Unfortunately, these groups routinely speak in different languages that are either not understood or aren’t relevant to their concerns. You’ll find your relevance in your ability to not only discover how what you do matters to the people that matter, but also in your capacity to communicate that value to them.

Pat will help you discover how to connect what you do to the goals of your organization and teach you how to communicate that relevance where it counts. We technologists are important, but our importance is not based solely on competency. Our importance is based on our ability to prioritize, execute within context, measure what matters, and enable the organization.

If you are ready to make yourself indispensable, join us to discover your relevance and the skills to ensure others will recognize it as well.

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